Don’t Get Angry About Prices – Change Your Buying Behavior

During my recent vacation, there were multiple occasions where consumers expressed anger to me about prices they had paid or had refused to pay.  The[..]

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Why Healthcare Pricing Power Is So Strong

By Scott Francis on Incentives, Supply and demand, pricing power, healthcare / Post a Comment

According to the Federal Reserve Bank of St. Louis, during the past 20 years the inflation rate for medical care has been 70% higher than headline CPI[..]

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Use Segmentation to Grow, Not Exclude Customers

By Scott Francis on Segmentation / Post a Comment

This past week I had two buyer experiences with interesting examples of segmentation, although the sellers may not have realized they were segmenting[..]

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Pfizer's Logical Approach to Price Increases

By Scott Francis on Pricing Strategy, pricing power / Post a Comment

Last week Pfizer announced increases in the list prices of more than 40 drugs for the second time within the year.  The increases average 9.4%. [..]

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Willingness To Pay - A Lesson From Baseball

By Scott Francis on / 1 Comment

I am a lifelong fan of the San Francisco Giants.  I waited a long time before they finally won a World Series in 2010, and then again in 2012 and[..]

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How to Segment When All Customers Look Alike

Customer segmentation is a simple concept – identify groups of customers who tend to have similar levels of price sensitivity and set distinct prices[..]

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Is Your Goal Volume or Profit?

Taylor Swift and some other performers appear to have decided the old concert ticket-pricing model was not profitable enough and they have changed[..]

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Don't Be Misled by BS

By Scott Francis on / Post a Comment

Last week I read an article in the Wall Street Journal, 'How to Lie With Statistics': Teachers Union Edition, in which Alyssia Finley pointed out a[..]

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Satisfied Customers Increase Your Pricing Power

By Scott Francis on Customer satisfaction, pricing power / Post a Comment

I recently played golf with two doctors, following which we discussed customer satisfaction and customer ratings.  One of the physicians, let’s call[..]

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Segmentation:  Matching Price Sensitivity and Features

By Scott Francis on Segmentation, Price Sensitivity, customer value / Post a Comment

Last week I read an article in the Wall Street Journal, The Secret Other Reason Basic Economy Is Everywhere.  In the article, the writer seemed to[..]

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